, Pakistan

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

October 3, 2023

Business unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

About Shell Pakistan Mobility

Currently seeking a Territory Manager, to join our Mobility team in Karachi region. This team is responsible for delivering downstream mobility aspirations of providing the integrated products and services on our branded sites that keep people and goods moving. In Pakistan we are serving millions of people on a daily serving their energy, non-fuels and other convenience needs from a network of 650 sites.

Moreover, Shell Pakistan follows Global ambitions for 2025 in below areas:

• 50% Operating Margin from convenience products & services
• 20% Fuels business from low emission energy solutions
• 50% Lower carbon intensity of our sites and operations
• Every customer treated like a guest on site and digital
• 100% of sites committed to reduce waste and benefit local communities.

The Role of a Territory Manager (TM)

As a TM, you will manage a territory within Eastern parts of Karachi metropolitan city consisting of 23-24 fuels plus stations. You will be accountable for maximizing Value & Profit for Shell and delivering the agreed business plans of:

• Fuel Volume 148 Millions of litres
• Driving Premium Fuel Volume penetration of > 13%
• Non-Fuel Retail (NFR) Turnover & Proceeds of PKR 693 Mln

To achieve success in this role, incumbent will have a detailed understanding of the relevant contracts (RFA) and ensure that the operators & independent dealers are actively managed, using the correct governance, to deliver strong commercial results, achieving or overachieving the joint business plan including:

• Fuel Volume and Convenience Retail sales targets
• HSSE targets including Shell Life Saving Rules, Site & Food Safety
• Customer Measures of Treated Like a Guest (TLAG), Voice of the Customer (VOC) and Site Essentials
• Brand Standards, including the Brand Essentials.

Required Skills

Karachi East consists with trade areas comprising of metropolitan, highway and urban locations that makes up complex setting yet interesting opportunities for delivery. This territory also delivers the highest turnover on Convenience Retailing and QSR turnover. An ideal candidate would look like who understands convenience industry and can drive that as a growth engine on other parts of mobility sites.  

Hence as a TM, the skills that will be critical to success:

• Commercial acumen and the ability to translate data into clear insights, being able to conduct in-depth commercial discussion with a Retailer using data and insights to gain commitment for action
• Performance driven, you need to be driven to succeed. Your ability to take direction and translate that into commercial delivery across the offering on a mobility site
• Relationship management and people skills, these will allow you deliver success through others
• Ability to effectively manage priorities, in any given period you will be involved in many activities and the ability to prioritize and deliver is key
• Channel management, the relationship with the end customer is conducted through the Retailer so the understanding of the legal framework is vital
• Strong negotiating skills, ensuring that negotiations are strong and fair and that the outcome delivers $ results for Shell
• Coaching experience, the ability to coach the Retailer to deliver the mutual business plan and drive for growth
• Performance and contract management skills, recognising good performance and addressing any gaps in performance swiftly to ensure delivery of goals is completed, using the contract to remind both parties of the commitments
• Stakeholder management skills, manage a wide variety of internal and external stakeholders at all levels of seniority.

A good candidate should look like who can demonstrate skill and/or achievement on following: -

• Contract management
• Indirect channel management (ideally in a retail environment)
• Customer Value Proposition (CVP) implementation
• PVP Partner Value Proposition (PVP) Implementation
• Leadership and people skills
• Driving profit
• Commercial acumen
• Negotiating skills
• Performance Management
• Collaboration.

The role of Territory Manager is one of the most exciting and fulfilling roles in Shell Mobility. If you feel that you have the background and skills to be a high performing individual and an effective team player, I will highly encourage you to make your application.

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